Recently, a new member of my sales organization approached me and said, “They want us to make 100 calls a day. Is that for real? Should I do that?” NO. Cold calling: They say 100 calls-per-day. I say 1. Because your instructor is the instructor and stands at the front of the class giving direction does […]

For the love of God, would you please just F-Up?!F-Up soon, F-Up today, F-Up to earn respect, credibility, and business!What? No, no. I’m not asking you to, you know, F-up, like that… I’m asking you to Follow Up. In the past 2 weeks, I’ve had hour long mentor sessions with 3 new hires and spoke […]